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Full-Text Articles in Arts and Humanities
Compliments And Purchasing Behavior In Telephone Sales Interactions, Josh Dunyon, Valerie Gossling, Sarah Willden, John S. Seiter
Compliments And Purchasing Behavior In Telephone Sales Interactions, Josh Dunyon, Valerie Gossling, Sarah Willden, John S. Seiter
Languages, Philosophy, and Communication Studies Faculty Publications
A fitness equipment salesperson sold more add-on merchandise and earned a higher commission when complimenting customers (47 men, 41 women) than when not complimenting them during telephone interactions. Compliments did not increase the sales of fitness equipment, however.